Help! The buyer has called a “performance review” meeting!

We have recently won a contract with a private sector firm and the buyer has called a meeting for a “performance review” what is this and what might it involve? Please let me know as the meeting is only 10 days away and panic has now set in

Answer:

Ok, firstly calm down, most buyers are targeted to manage suppliers, so this is nothing out of the ordinary, certainly not for a new contract. The buyer will be setting the tone and the expectation of the contract with you. This may involve discussions about what levels of service or delivery which is expected, the time-scales for response etc.. Plus the buyer may want you to produce regular data on things like spend analysis (ie which are of the business spent money with you) The best things you can do to prepare are to ensure that you fully understand what the contract involves, what purchase orders or regular scheduled deliveries are in place. How you are progressing with products or projects. The buyer may also want to stress to you the importance of the deliveries / agreed completion points.

Don’t worry, this isn’t a problem (unless you are under performing!) treat this as an opportunity to find out more about your buyer and the organisation, so listen out for clues of upcoming projects or work.